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Blog Category // Sales (15)

On the Tendency to Commoditize Yourself

Posted by Anthony Iannarino, Sep 14, 2023
Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their ...
Information Disparity 2-part video series

How to Reach Your Quota in 2024

Posted by Anthony Iannarino, Sep 13, 2023
We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent ...

For Those Being Left Behind in B2B Sales

Posted by Anthony Iannarino, Sep 12, 2023
There are several reasons one might fall behind the changes in B2B buying and B2B selling. Just like our clients fall ...

How and Why to Adopt a Modern Sales Methodology

Posted by Anthony Iannarino, Sep 11, 2023
B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, ...

On Buyers Starting on a Digital Journey

Posted by Anthony Iannarino, Sep 10, 2023
At a recent conference, one group shared that buyers start their buyer’s journey on the seller’s website. I’ve also heard ...
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Battle Cards or Value Creation Cards

Posted by Anthony Iannarino, Sep 08, 2023
The idea of a battle card is to provide a salesperson with information that might help them beat a rival for a prospective ...

On the False Belief in Technology

Posted by Anthony Iannarino, Sep 07, 2023
In the past few days, several people have shared content touting the idea that technology can improve sales results. A ...

The Increasing Need for Data in B2B Sales

Posted by Anthony Iannarino, Sep 06, 2023
Your prospective client is trying to understand their problem and what they need to change to reach their desired outcomes. ...

When You Try to Cheat Nature, Nature Cheats Back

Posted by Anthony Iannarino, Aug 30, 2023
So many of us try to cheat nature. Instead of doing the right thing, in the right way, at the right time, we look for ...
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How to Break Your Client's Trust

Posted by Anthony Iannarino, Aug 29, 2023
I received a LinkedIn message from a supposed salesperson who suggested he wanted to introduce me to a prospect. I accepted ...

The Increasing Folly of the Linear Sales Process

Posted by Anthony Iannarino, Aug 28, 2023
The promise of the linear sales process was that every salesperson could follow it to win enough deals to hit their targets. ...

A List of Strategic Advantages In B2B Sales

Posted by Anthony Iannarino, Aug 27, 2023
One salesperson wins a client’s business. All the other salespeople competing for the client lose the opportunity. In a ...

9 Ways to Improve Your Sales Results

Posted by Anthony Iannarino, Aug 26, 2023
There are many things you can do to improve your sales results, and nearly all of them conflict with the current fads and ...
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The Oddity of Emailing Your Client

Posted by Anthony Iannarino, Aug 25, 2023
In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One ...

If I Were Your Prospective Client

Posted by Anthony Iannarino, Aug 23, 2023
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a ...

The Problem of Needing Deals More than Your Client Needs Your Help

Posted by Anthony Iannarino, Aug 21, 2023
There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of ...

Selling the Relationship

Posted by Anthony Iannarino, Aug 20, 2023
There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. ...

The Implications for Transactional Sales Approaches

Posted by Anthony Iannarino, Aug 19, 2023
Every sales leader wants greater revenue, which is the primary strategic outcome for which they are responsible. However, ...

Free Range Salespeople vs. Technology Pod Dwellers

Posted by Anthony Iannarino, Aug 18, 2023
The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should ...

The Lies Salespeople Tell Themselves About Clients Not Wanting to Meet in Person

Posted by Anthony Iannarino, Aug 17, 2023
A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face ...

How to Prepare for a Sales Call

Posted by Anthony Iannarino, Aug 16, 2023
After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales ...
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